DELL SELLER SUCCESS CENTER
Spot the Signal
Learn the Four Signals That Turn Customer Challenges Into New Opportunities
Customers often tell you exactly where opportunities exist. Learn what to listen for, when to engage Spectra, and how to turn customer challenges into larger Dell opportunities.
Watch the Overview Video
3:32-minute overview
Download the Elevator Pitch Card
Quick-reference cheat sheet (pdf)
Need Help With an Opportunity?
Connect with your Dell ETC and Spectra team.
Four Signals.
Three Steps.
One Team Ready to Help you Win.
The Four Signals Every Dell Seller Should Know
Customers often tell you exactly where opportunities exist. The key is knowing what to listen for.
Cost Pressure
- Cold data sitting on expensive disk
- Unpredictable cloud or egress fees
- Archive retrieval charges growing
If you hear cost pressure, ask:
How much data hasn't been accessed in the past year?
Cyber Resilience
- Always-online copies no longer feel safe
- Ransomware is changing recovery strategy
- Declining confidence in recovery
If cyber resilience is a concern, ask:
Do you have an offline or an air-gapped copy?
Capacity Constraints
- Running out of power, cooling, floor space
- Rapidly increasing storage acquisition costs
- Data growth outrunning the ability to add capacity
If they have capacity pressure, ask:
Where is your cold data stored today?
Compliance & Governance
- Longer retention requirements
- Compliance and audit mandates
- Cloud data residency and control concerns
If compliance and governance come up, ask:
How are you managing long-term retention?
FOUR SIGNALS. THREE STEPS
The Three Steps
Spot the Signal
Engage Spectra Early
Register the Opportunity
Need Help With an Opportunity?
Heard one of the four signals? Engage your Dell ETC team and Spectra early. We’ll help qualify the opportunity, support customer conversations, validate the architecture, and accelerate the close. Visit Spectra on the ETC Partner page or contact our partner managers:
Dell ETC Team & Hardware Specialist
Contact Your Third-Party Hardware Specialist, or:
___________
Tina Lee
ETC Partner Manager
[email protected]
+1.512.643.0189
___________
George Seban
Global Partner Manager
[email protected]
+1.774.279.0535
Spectra's Dell Team
Christa Marsh
Partner Manager for Dell
[email protected]
___________
Kim Francis
Partner Manager for Dell
[email protected]
How Dell and Spectra Help Solve Customer Challenges
Cost-Effective & Scalable Storage
- Spectra tape libraries provide the lowest-cost tier for long-term retention, archive, and cold data storage.
- Solutions scale from terabytes to exabytes, helping organizations manage growing data volumes efficiently.
Enhanced Data Protection & Compliance
- Provides an air-gapped storage tier that helps strengthen cyber resilience strategies.
- Supports long-term retention, compliance requirements, and data preservation from years to decades.
Seamless Integration with Dell Technologies
- Spectra complements Dell PowerProtect environments by adding a purpose-built cold data tier for archive and long-term retention.
- Helps customers reduce storage costs while enhancing cyber resilience and long-term data preservation.
Spectra Solutions for Archive, Retention & Cyber Resilience
From entry-level environments to enterprise-scale archives, Spectra provides a purpose-built cold data tier that complements Dell backup and cyber resilience solutions.
Match the Signal to the Solution
Every customer environment is different. Whether you’re replacing an ML3, expanding backup retention, strengthening cyber resilience, or building a long-term archive strategy, Spectra has a solution designed to fit.
Spectra Logic, in collaboration with Dell Technologies and Versity, was selected to protect, preserve, and manage the massive scale of data generated by Horizon’s unprecedented AI and simulation capabilities. Read the press release.
The Spectra SL3 Library
The direct replacement for the Dell ML3 your customers have been waiting for:
- Same 3U form factor
- Enterprise-class features
- Modern architecture
- Exceptional value
Spectra SL3 Library
Ideal For: Entry-level backup, archive, and long-term retention environments.
Delivers scalable backup and long-term storage in a compact 3U rack-mount design with expandable architecture and user-friendly management up to 11.5 PB native capacity.
Spectra Stack
Ideal For: Growing environments that need a scalable cold data tier.
Delivers affordability in a modular entry-level library with enterprise-class features. It supports LTO drives and scales from TB to 22.4 PB native capacity.
Spectra Cube
Ideal For: Organizations consolidating archive and retention workloads.
Blends superior versatility and ease of use into a cost-effective solution for today's most demanding environments. It supports LTO drives and scales to 66.8 PB native capacity.
Spectra T950
Ideal For: Large enterprise environments with significant retention requirements.
Provides enterprise-class performance, features, and flexibility in a midrange library. It supports LTO drives for 400.8 PB native capacity.
Spectra TFinity Plus
Ideal For: Massive archive and long-term retention environments requiring exabyte-scale capacity.
Offers industry-leading scalability and storage density packaged in the smallest footprint of any enterprise library. TFinity libraries support tri-media capability – the unique ability to intermix LTO, IBM TS11XX and Oracle T10000 tape drives and media within a single library. It supports exabytes of native capacity.
Why Organizations Are Turning to Tape Storage
As data volumes continue to grow exponentially and cyber threats intensify, organizations are reevaluating their storage strategies. Tape has re-emerged as a vital component of modern data architectures, offering unmatched advantages for long-term retention, cost control, and security.
Lowest Cost for Long-Term Storage
Tape offers the most affordable solution for storing large volumes of infrequently accessed data. With no power or cooling required for media at rest, it dramatically reduces ongoing storage expenses compared to disk or cloud.
Scales Effortlessly from Terabytes to Exabytes
Tape solutions can expand incrementally or massively, enabling organizations to scale their archives without overhauling infrastructure. This flexibility makes it ideal for SMB to enterprise environments and hyperscale deployments.
Built-In Cyber Resilience
With air-gapped architecture and write-once-read-many (WORM) capabilities, tape provides an immutable layer of defense against ransomware and accidental deletion. It’s one of the most secure ways to store critical data offline.
Supports Regulatory Compliance & Data Integrity
Tape helps organizations meet industry-specific compliance requirements — ensuring data is preserved, verifiable, and accessible for years or decades. Technologies like bit-level integrity checking further ensure long-term reliability.
Environmentally Sustainable and Energy Efficient
Because tape media consumes no energy when idle, it significantly reduces data center power usage and carbon footprint — making it a greener alternative to always-on disk-based storage.
